... Session Objectives How Solver uses BI360 internally Learn new ideas to take back to your...
Transcript of ... Session Objectives How Solver uses BI360 internally Learn new ideas to take back to your...
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How Solver Uses BI360 to Improve Its Own Operations
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August 22, 2019 at 11:15
August 21, 2019 at 2:45
Gina LouieController, Solver Inc.
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Session Objectives
How Solver uses BI360 internally Learn new ideas to take back to your organization Do More with BI360What are pain points in your organizationTry new thingsChallenge processes, think outside the box, and don’t accept the status quo
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Session Agenda
Where are we? [Corey]Financials [Gina]Revenue Analysis [Gina]CRM/Sales Analytics [Vanessa]Professional Services [Corey]Commissions [Corey]360 Reports [Corey]Solver’s Financial Review Challenge [All]Key Takeaways[Corey]
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Where are We?
Learn from yesterday, live for today, hope for tomorrow. The important thing is not to stop questioning.--Albert Einstein
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Data Warehouse Structure
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Centralize all reporting – only use BI360Private Host 4.6.6291 Forms & Reports Plus 24 Dashboards
Cloud Tenant for Sales Analytics35 Forms and Reports
Cloud MigrationConstantly trying new thingsPower BI
Where are We?
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FinancialsBudgeting & ForecastingAscend (Focus)CommissionsProfessional Services
• Billing• Estimates• Project Management• Resources
• Customer Care• Strategy
What Have we Built?InternationalPayrollLearning AcademySalesSupportKPIsITMarketing (CRM & Google)Kids Baseball Stats & More
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Financials
Risk comes from not knowing what you are doing.--Warren Buffet
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Many reports and dashboardsFinancialsTrending monthly and 5 yearsVariancesKPIs
Data load on a near real-time basisPortal for all employees with securityPublisher to distribute internally and externallyAdd variance comments that we refer back to in meetingsDetailed annual budget with payroll & capital. Complex revenue modelForecast 1-2 times a year
Financials – How do We Use
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Moved to subscription businessDesign new Income StatementNew ERP for changing businessDeferred Revenue and Net Income
adjustmentsMapping to new chart of accountsStopped allocations in 2019Being flexible for future growthClose books faster and improved
analysis (proforma)Self Service Culture
Financials – Future Improvements
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Revenue Analysis
If you are not upsetting anyone, you are not changing the status quo.--Seth Godin (Author)
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Revenue Analysis Validate data around GL String, Salesperson, ERP,
and any adjustments outside of GP Reconcile to Services Module, SOP, and GL Detail
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Revenue Analysis Analysis reports
Salesperson and International Office Reports Deal Count and Trends Partner Review ERP Analysis Industry Detail Product Analysis Salesperson 360 Recurring Revenue Retention User Count Add-on revenue And Much More
What impacts decision making?
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CRM & Sales Analytics
Courage is doing what you are afraid to do.--Eddie Rickenbacker (WWI Fighter Ace)
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Sales Analytics BI360 Cloud tenant
Goal will be to combine with main database as part of migration process
Data Sources GP GL, SOP, and AR CRM campaigns, leads,
opportunities, accounts, and contacts
Google Analytics
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Sales Analytics Budget templates Many reports and can easily track campaigns, win-
loss ratio, leads without activity, opportunities by salesperson, and more
Sales forecasting by salesperson Optimize investment decisions:
Marketing optimization (increase leads) Sales team optimization (win loss analysis) Cash and expense planning
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Professional Services
If you are not making mistakes, then you are not doing anything.--John Wooden (UCLA Basketball Coach)
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Professional Services Employees and Contractors enter hours and
expenses into Replicon. Download files (Billing, Expenses, and Non-
Billable) into a BI360 template. Validate and review. Change batch number (week number). Store data. Weekly process is less than 30 minutes.
Any adjustments entered manually.
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Professional Services Monthly reconciliation of GP vs. DW including
adding the GP invoice number to each transaction.
Approximately 4 hours a month => touch of a button reports by partner, customer, consultant, project, time period…
One stop for analysis, forecasting, and project status.
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Commissions
Everyone has a plan until they get punched in the face.--Mike Tyson (Heavyweight Boxing Champ)
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Commissions How we calculated in 2017
107 Tabs Run 6 BI360 reports and copy paste into
multiple tabs Link calculation for each employee to many
tabs Ripe for errors Difficult for employees to determine
commissions without manually calculating Email out quarterly statements with no
details Took approximately 1-2 days a quarter to
setup spreadsheet, calculate, communicate, and verify
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Commissions Different Time Periods
Sales department monthly Consultants quarterly
Many different plans Assumptions
Enter Annual Assumptions and Modify as Needed Consultants: Enter Commission Plan Sales: Enter Quota
Run templates (sales to right) and save data. Enter any adjustments
Accounting runs report Takes less than 5 minutes monthly with BI360
Approximately 720 minutes previously
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360 Reports
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360 ReportsHow long would it take you to
manually consolidate customer data from if you can:CRMCustomer CareReferencesGP RevenueProducts OwnedList of all Partners HistoricalRenewalsSupport TicketsAscend (Focus)Professional Services
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What is a 360 Report One place for all information If you need a view of a customer for
example, then we would have to look in CRM, GP or DW for sales and renewals, Kayako, contact Customer Care, and more
Use BI360 to bring in all of the data and organize in a way that allows everyone to go to one place for all information
Would that be valuable? Would that save time?
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What is a 360 Report # Modules in a Single Report:
Customer 360: 8 Data Sources Partner 360: 6 Data Sources Consultant 360: 5 Data Sources Project Manager 360: 5 Data
Sources Salesperson 360: 5 Data Sources Solutions Engineer 360: 5 Data
Sources Our Customer Care team keeps
Customer 360 report open all day, every day.
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Solver’s Report ReviewGina is getting ready for our Monthly
Financial & Operational Review meeting tomorrow. We are going to review some
of these reports with you.Financial Report
Financial Report
Revenue Report
CRMReport
Pro SrvcsReport
Pro SrvcsReport
CommReport
Cust360 Report
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ROI – Time Savings a Month (vs. Manual)Process Monthly Time
Saved
Financial Review with Drill Down & Reconciliation Reports 8 Hours
Commissions 12 Hours
Professional Services Billing and Expenses, Including Reporting 4 Hours
Annual Budget & Monthly Forecast 4 Hours
Payroll and Benefits Reporting 2 Hours
Customer 360 – Time Saving for Customer Care 12 Hours
Ascend Reporting 2 Hours
Sales and CRM Analytics 16 Hours
Consultants and Sales 360 Reports, Including Commissions & Details 8 Hours
Miscellaneous – Self Service, No Downloading and Combining Data 12 Hours
Total Savings a Month 80 Hours
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Key Takeaways & Resources
Do More with BI360Find pain points and use BI360
to solve themUse many data sources to create
analyticsRemove large files that are
manually maintainedCreate a plan to migrate to
Cloud
https://academy.solvertraining.comCloud Migration White [email protected]://support.solverglobal.comContacts:[email protected]@[email protected]
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Your feedback is valuable:
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THANK YOU!Corey Barak, COO, Solver Inc.Gina Louie, Controller, Solver Inc.Vanessa Sierra, Marketing Director, Solver Inc.
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